None

BA/BS in job field concentration or 1 year of experience

• Strong computer skills
• Microsoft Office Experience (Word, PowerPoint, Outlook)
• Intermediate Excel skills
• QuickBooks or other accounting software experience

• Able to learn processes & software program

Communication

• • Internal small group presentation skills
  • Well organized written & confident verbal communication skills
  • Command (Present with confidence & authority both internally & externally)
  • Able to convey information efficiently & suitable for specific audiences

Customer Focus

• Committed to customer-centric mindset
•  

Accountability

• Attention to detail and committed to producing high quality work
• Able to execute tasks independently and ask for help to avoid errors
• Time management skills that allow you prioritize tasks/responsibilities to meet all deadlines

Drive for Results

• Able to juggle numerous responsibilities simultaneously
• Understand reporting systems in order to generate accurate data analyses
• Professional & persistent in seeking payment from dealers & obtaining outstanding items from CST & Sales

Continuous Improvement & Mutual Respect

• Self-motivated & a team player
• Treat all departments with respect & build strong cross-functional relationships

• Understand & apply all SOPs for optimal process workflows
• Ensure contracts are compliant based on OEM guidelines for billing & the L2T Rate Card
• Process budget increases/decreases & cancellations within workflow system
• Act as training resource for Field Sales and CST on contracting and billing processes
• Generate Invoices & post customer payments to QuickBooks
• Oversee enrollments & billing for major OEM programs
• Reconcile revenue between QuickBooks & contracting system
• Oversee collection of accounts receivable & contact past due accounts
• Process credit card payments for customers
• Provide ad-hoc revenue reports as requested by clients
• Prepare monthly analysis reports for senior management
• Turn any bad debt clients to the collection agency & follow up with collection on those accounts.

None

• BA/BS in job field concentration
• 1-3 years of experience in billing and/or accounting

Mastery of all Billing Coordinator level application software; SME for Billing Coordinator

• Able to run spend reports out of Google, Facebook, and Bing
• Proven track record of flawless execution, attention to detail and quality assurance
• Understand JIRA
• Basic understanding of Salesforce
• Knowledge of Excel Macro/VBA & L2T Rate Card
• Understand OEM Billing Requirements

Mastery of all Billing Coordinator level soft skills

Communication

• • Exemplary written and confident verbal communication skills

Customer Focus

• Commitment to meeting the needs of internal & external customers

Accountability

• Escalates critical issues
• Recognizes when issues in the department will have downstream impact & alert affected partners.

Drive for Results

• Contribute to team & company goals for overall success
• Proposes optimal solutions to business problems
• Anticipate the needs of internal customers & acts as a partner to sales/CST to sign & launch new business

Continuous Improvement & Mutual Respect

• Collaborate with product & CST leads on trainings
• Gain experience in supervising & reviewing work performed by the Billing Coordinator

Mastery of all TDR’s at Billing Coordinator Level.

• Act as a gatekeeper & document approval for all new deals & upsells
• Keep discounted rate list up to date for accurate & expediate processing of all pre-approved off rate card deals
• Look for revenue related trends/comparison to provide deeper insights for EMT
• Provide revenue analysis & client count on a product level for EMT & managers to ensure proper staffing levels
• Complete the monthly Margin Tracker to ensure that we are invoiced accurately by our media partners & we spend accurately against clients’ established target spends
• Train all new hires for internal/external departments regarding billing processes & continue training where they see shortfalls or updates to processes
• Quantify & track liability for underspends & issue credits
• Respond to client requests for spend audits & communicate in an accurate & appealing way
• Oversee all program billing & ensure all changes & enrollments are communicated
• Ensure that all billing is accurate and sent out on time
• Ensure new programs/products are set up in MAP
• Identify process inefficiencies & write stories to be considered by platform development team
• Ensure collection of past due amounts for program clients with professional follow-up.
• Work with Billing Coordinator to ensure collection of all overdue accounts & help decide if the account should be sent to collections.
• Track new, upsell, budget decreases & cancellations by product & salesperson to ensure sales commissions and weekly reports are accurate
• Ensure that Billing Coordinator processes invoices correctly & help with items that cannot be tied into the billing report
• Own the weekly flash reporting to management team
• Provide ad-hoc revenue reports as requested by clients that are accurate & presentable. If recurring, ensure team is providing monthly.

One

• BA/BS in job field concentration
• 2-4 years of experience in billing and/or accounting

Mastery of all Senior Billing Coordinator level application software

• Strong technical skills regarding revenue recognition
• Strong understanding of co-op reimbursement rules by OEM
• Technical understanding of MAP platform
• Able to develop acceptance criteria for development stories & evaluate test cases in sprint reviews

Mastery of all Senior Billing Coordinator soft skills

Communication

• • Proven ability to solicit input from teams and act upon input with implementation or rationale into why suggestion was not pursued
  • Ability to answer complex questions internally and externally (OEM providers) about any billing issues that arise.

Customer Focus

• Committed to customer-centric mindset

Accountability

• Aptitude at screening new hire candidates for required team skills and traits
• Understand the responsibilities of other departments (product launches, CST month-end calls, etc.) to inform daily decision making.

Drive for Results

• Track record of cross-collaboration, advocate for direct reports & establish processes across departments
• Developing and train employees on policies & procedures which incorporate financial controls
• Able to anticipate resource constraints and plans accordingly to ensure staffing coverage and communicates plan to management/sales/etc.

Continuous Improvement & Mutual Respect

• Emotional intelligence: self-awareness, self-management, social awareness, relationship management
• Inspirational team & thought leader that improves the employee experience
• Development of direct reports and long-term investment of team development

Mastery of all Senior Billing Coordinator level

• Manage OEM relationships: Enrollments, contracting & billing. Communicate changes to OEM billing processes internally & communicate with OEMs regarding changes and explain the impact on L2T and clients.
• Ensure internal technology has the capabilities to meet OEM billing needs. Create stories for development if capabilities are not met & oversee completion of stories to meet OEM deadlines.
• Communicate/escalate pertinent information upward and downward to ensure cohesiveness between teams & management
• People Management
  • Onboards & oversees the training of new hires.
  • Support & coach direct reports to meet individual & team goals.
  • Recognize the work of direct reports & provide company recognition.
  • Model successful approaches to build successful skills & set expectations with direct reports.
  • Plan, prioritize & delegate team work to increase productivity & quality
• Develop strong working relationships & collaborate with peers in other departments to solve client issues or execute on client requests.
• Own finance OEM reporting for month end. Ensure that all deadlines are being met & coordinate additional custom reports for the Tech team
• Lead OEM billing changes & communicate changes to other departments that are affected.
•  

None

• BA/BS in job field concentration
• 1-3 years of experience in accounting role

• Understanding of GAAP
• Strong technical accounting skills
• Expert knowledge of Excel
• Understanding of internal controls
• Supports Manager with process improvements to increase operational efficiency, product quality & campaign performance
• Proficient with ADP Payroll Software, QuickBooks, and Concur

Communication

• • Internal small group presentation skills
  • Well organized written and confident verbal communication skills
  • Command (Present with confidence and authority both internally and externally)

Customer Focus

• Committed to a customer-centric mindset

Accountability

• Reliable & consistent work ethic
• Time management skills that allow you prioritize tasks/responsibilities to meet all deadlines
• Able to execute tasks independently and ask for help to avoid errors

Drive for Results

• Ability to develop strong rapport with peers & vendors to obtain inputs necessary to complete work
• Excellent organizational skills & strong attention to detail

Continuous Improvement & Mutual Respect

• Self-motivated & team player
• Treat all departments with respect & build strong cross-functional relationships

• Mastery of P&L & Balance Sheet accounts to ensure correct posting of invoices, bills, & journal entries.   
• Reconcile billing history report to P&L with demonstrated understanding of nature of variances
• Own accounts payable, cash flow analysis & balance sheet reconciliations
• Computation of monthly commission for non-sales employees & ensure payouts and/or accruals are accurate.
• Upload budget into GL software & assist in creating support docs for budget. Ensure we are entering invoices to the correct accounts.
• Distribution of actual vs budget reports to account owners. Point out variances by comparing against the budget detail.
• Respond to vendor account or payment inquiries as needed. Reach out for uncashed checks & determine if old checks need to be voided/reissued
• Meet monthly accounting close deadlines: Prepare and post journal entries, analyze ledger activities & variances, ensure all items are booked in the correct month.
• Process all vendor invoices, employee expense reports & check support documentation.
• Maintain & update tax apportionment documents monthly
• Assist in gathering documents for tax preparation and audit to ensure we can meet audit deadline to the bank.
• Complete monthly bank reconciliation & ensure all cash transactions have been recorded
• Recognize when accruals are needed to ensure expenses are recorded
• Prepare monthly financial statements ensuring adequate self-review
• Assist in preparation of 1099 documents & ensure all vendor W-9 forms are up to date
• Complete semi-monthly payroll timely & accurately; anticipate changes to submission schedule due to holidays
• Onboard new hires & ensure data in payroll software is up to date & W-2 information is correct.
• Assist in periodic & annual 401(k) compliance reviews to ensure L2T Media's 401(k) plan is compliant
• Assist in periodic & annual U.S. census surveys to be reviewed by CFO.

None

• BA/BS in job field concentration
• 2-4 years of experience in accounting

Mastery of all Staff Accountant level application software; SME for Staff Accountant

• Own & lead vision on all finance related procedures & ongoing implementation of process training, process documentation & validation testing.
• Look for ways to make process improvements that increase operational efficiency
• Proven track record of flawless execution as a team leader.

Mastery of all Staff Accountant soft skills

Communication

• • Able to answer complex billing & financial questions internally & externally (OEM providers)
  • Proven ability to solicit input from teams & act upon input with implementation or rationale into why suggestion was not pursued

Customer Focus

• Committed to a customer-centric mindset

Accountability

• Solid understanding of L2T, our products & client expectations
• Conducts work with integrity & ensures others comply with company policies
• Thorough understanding of product teams’ processes & buildouts and how those processes are impacted by actions of the Finance Dept.

Drive for Results

• Own relationships with outside vendors including the audit team, 401(k) account rep., banking rep, etc.
• Able to solve complex technical problems, anticipate technical implications & train team leads to develop optimal solutions.

Continuous Improvement & Mutual Respect

• Gain supervisory experience by overseeing the work of 1-2 employees

Mastery of all Role Requirements at Staff Accountant level.

• Strong knowledge of systems & ability to troubleshoot /support issues with regards to financial systems
• Assist in compiling information necessary for the annual budget including creation of SWB templates & historical cost analysis                                                  
• Develop new reports for the EMT based on knowledge of industry trends.
• Take a larger role in the annual audit by being able to answer any follow up questions from the auditors. Ensure questions are answered accurately & escalate as necessary.
• Lead the preparation of 1099 documents & present to CFO and accounting manager for approval. Ensure all vendor W-9 are up to date & accurate.
• Report any sales new hires & terms to insurance brokers to ensure adequate worker’s comp coverage
• Register L2T in new states for sales hires in new states for SUI payments to ensure timely payments for SUI & avoid penalties.
• Own periodic & annual 401(k) compliance reviews. Ensure that plan meets all compliance standards
• Own periodic & annual U.S. census surveys.
• Own benefits regarding ADP payroll software including setting up open enrollment & ACA compliance testing                                              
• Check 401(k) contribution limits annually & report to HR so they can share company wide. Email owners to verify they wish to contribute the max for the year & process.
• Research HSA contribution limits annually & reach out to Tom and Liz to verify they would like to contribute the max. Process H.S.A. transfers into their account.

One

• BA/BS in job field concentration
• 4 years of experience in accounting
• 1-2 years of Salesforce Experience

Mastery of all Staff Accountant level application software; SME for Staff Accountant

• Strong understanding of GAAP & strong technical accounting skills
• Excellent understanding of systems (QuickBooks, ADP, MAP, Portal, Concur, Treasury) with the ability to design & oversee enhancements.
• Able to implement new systems & system integrations.
• Proven track record of owning all financial functions & delivering accurate & timely results.
• Advanced knowledge of internal control best practices
• Strong knowledge of applicable tax rules & requirements.
• Proficient Knowledge of Sales with integration experience
• Ability to expand Salesforce knowledge with trainings and researching new features
• Able to implement Salesforce updates/improvements and maintain Salesforce’s financial accuracy

Mastery of all Staff Accountant soft skills

Communication

• • Exceptional communication skills
  • Ability to communicate clear deadlines and expectations to team

Customer Focus

• Ability to give Sales team financial information to assist in hitting their revenue goals by removing pain points from contracting and close process
• Work with Sales management on additional reporting to give them pipeline and prospective client information

Accountability

• Sets the tone for the team by exemplifying attention to detail, ownership, productivity, financial insight, financial accuracy in Salesforce & collaboration with other departments.

Drive for Results

• Instills a strong work ethic in all team members & ensures client satisfaction
• Coach staff and hold them accountable to ensure that team is taking on new tasks and closely develop career gaps
• Invested in long term development of team members and progresses team along their applicable career paths     

Continuous Improvement & Mutual Respect

• Fosters a high level of trust
• Inspiring (“thought leader”) to ensure that employees are motivated and happy in the workplace
• Emotional intelligence: self-awareness, self-management, social awareness, relationship management.

Mastery of all Role Requirements at Staff Accountant level.

• Ensure closed business in Salesforce is accurate
• Troubleshoot integration errors between MAP and Salesforce. Discover root causes and develop solutions to reduce and eliminate errors
• Develop new reports for Sales management based on industry trends/new products to help them achieve revenue goals
• Ensure Salesforce price book is updated with any new products, OEM changes, rate changes, etc.
• Ensure rate card and order forms are updated with any new products, OEM changes, rate changes, etc.
• Oversee calculations of commissions to ensure accuracy and identify any commission plan design issues.
• Stay abreast of all Salesforce releases and ensure updates are properly tested and implemented. Share findings with Sales Management and suggest any new features L2T can implement
• People Management
  • Onboards & oversees the training of new hires.
  • Support & coach direct reports to meet individual & team goals and deliver constructive performance feedback.
  • Recognize the work of direct reports & provide company recognition.
  • Model successful approaches to build successful skills & set expectations with direct reports.
  • Plan, prioritize & delegate team work to increase productivity & quality

Three

• BA/BS in job field concentration
• 5 years of experience in accounting
• 2+ years of supervisory experience

Mastery of all Accounting Supervisor skills

• Strong understanding of GAAP & strong technical accounting skills
• Excellent understanding of systems (QuickBooks, ADP, MAP, Portal, Concur, Treasury) with the ability to design & oversee enhancements.
• Able to implement new systems & system integrations.
• Proven track record of owning all financial functions & delivering accurate & timely results.
• Advanced knowledge of internal control best practices
• Strong knowledge of applicable tax rules & requirements.

Mastery of all Accounting Supervisor soft skills

Communication

• • Exceptional communication skills

Customer Focus

• Understands client expectations & the level of service finance needs to provide

Accountability

• Takes ownership of all financial functions
• Anticipates deadlines & resource constraints & plans out work in advance to ensure timely completion

Drive for Results

• Instills a strong work ethic in all team members & ensures client satisfaction
• Coach staff and hold them accountable to ensure that team is taking on new tasks and closely develop career gaps
• Invested in long term development of team members and progresses team along their applicable career paths

Continuous Improvement & Mutual Respect

• Fosters a high level of trust
• Inspiring (“thought leader”) to ensure that employees are motivated and happy in the workplace
• Emotional intelligence: self-awareness, self-management, social awareness, relationship management.

Mastery of all Role Requirements at Accounting Supervisor level

• Responsible for accurate & timely completion of the monthly close, financial statements & management book.
• Bill all clients in accordance with contracts & OEM requirements
• Collect all outstanding receivables in accordance with due dates
• Process all sales requests & change orders in accordance with the rate card & documented policies
• Ensure all media spend invoices reconcile to expected spend & that actual spend per client is in accordance with target spend
• Responsible for accurate & timely processing of payroll
• Responsible for compliance of 401(k) plan and required government filings
• Develop finance policies & procedures to ensure adequate controls & efficient workflow
• Responsible for training employees on finance policies & procedures
• People Management
  • Onboards & oversees the training of new hires.
  • Support & coach direct reports to meet individual & team goals.
  • Recognize the work of direct reports & provide company recognition.
  • Model successful approaches to build successful skills & set expectations with direct reports.
  • Plan, prioritize & delegate team work to increase productivity & quality
• Act as a liaison with auditors & tax accountants to ensure smooth completion of annual review & tax returns
• Identify nuances which require changes to our month-end close out journal entries & determining appropriate course of action
• Ensure all financial systems are operating properly & effectively

Three

• BA/BS in job field concentration
• 5-8 years of experience in accounting
• 3-5 years of supervisory experience

Mastery of Accounting Manager application/tech

• Advanced knowledge of internal control best practices, applicable tax rules & requirements.
• Strong knowledge of 401(k) compliance rules & state regulatory rules

Mastery of all Accounting Manager soft skills

Communication

• • Exceptional communication skills

Customer Focus

• Listen to client concerns or issues & propose billing/contracting solutions.

Accountability

• Sets the tone for the team by exemplifying attention to detail, ownership, productivity, financial insight & collaboration with other departments.

Drive for Results

• Coach team members on skill gaps & identify opportunities for team members to develop new skills.
• Identify process changes & system changes to accommodate new products or programs.

Continuous Improvement & Mutual Respect

• Champion of L2T core values & company goals.

Mastery of all Role Requirements at Accounting Manager level

• Own the close process end to end
• Identify financial trends & prepare reporting to share insights with management.
• Understand the L2T budget to develop & report on KPIs to ensure that we achieve our goals & stay within budget.
• Guides billing coordinator with collection efforts & determines appropriate escalation steps with account owners and managers.
• Adapt the contracting process to meet business needs while still maintaining proper internal controls.
• Understand all payroll regulations & develop processes to ensure compliance
• Responsible for developing budget templates & guiding department heads through budget process.
• Enforces L2T governance policies in a judicious manner.

Three to Four

• BA/BS in job field concentration
• 8-10 years of experience in accounting
• 5+ years of supervisory experience

Mastery of Accounting Sr. Manager application/tech /tech

• Strong understanding of GAAP & technical accounting skills
• Expert understanding of systems (QuickBooks, ADP, MAP, Portal, Concur, Treasury) with the ability to design & oversee related enhancements.
• Own all financial functions with ability to make observations & highlight trends/opportunities to management.
• Advanced knowledge of internal control best practices, applicable tax rules & requirements.
• Strong knowledge of 401(k) compliance rules & state regulatory rules

Mastery of all Senior Accounting Manager soft skills

Communication

• • Able to speak directly to clients about billing or co-op reimbursement concerns & recommend solutions.
  • Able to explain complex financial topics to employees in non-financial roles.

Customer Focus

• Advanced customer-centric mindset

Accountability

• Able to develop & take a lead role in sprint reviews & acceptance criteria for systems development. Able to check the financial output & ensures no unintended consequences will occur before software changes are deployed.

Drive for Results

• Shapes product development requirements to ensure successful launch with respect to contracting, billing, expense tracking, and collections.

Continuous Improvement & Mutual Respect

• Garners the respect of peers & executive management based on financial knowledge & ability to analyze & solve business problems
• Motivates employees to do their best work by supporting employees in their tasks/projects & recognizing their accomplishments.

Mastery of all Role Requirements at Senior Accounting Manager level

• Identifies financial concepts, procedures & delivers related training for employees
• Develop relationships with key vendors & ensures vendors meet our expectations & deadlines
• Reviews vendor/dealer contracts, identifies concerning provisions, missing protections & negotiates revisions with the vendor/dealer.
• Researches vendors for service solutions, evaluates capabilities & negotiates competitive pricing.
• Develop long-term vision for staffing of department & cross-trains employees to ensure tasks can still be carried out in the event of turnover.
• Stays abreast of industry trends/OEM requirements & designs processes to incorporate those items.
• Partner with managers to provide financial support with respect to budget decisions & product profitability

None

• BA/BS in job field concentration
• 1-3 years of experience in financial or sales operations role
• Salesforce Reporting/Admin Experience

• Expert knowledge of Excel (Pivot Tables, VLOOKUP's, Queries, Tables)
• Mastery of all department processes and procedures and supports Manager level with process training and process documentation.
• Understanding of Salesforce Admin skills & Pardot integration
• Understanding of L2T Products, OEM programs, Rate Card & competitive landscape
• Technical understanding of MAP platform & MAP integration with Salesforce
• Able to read and understand sales compensation plans

Communication

• • Well organized written & confident verbal communication skills
  • Able to convey information efficiently and suitable for specific audiences
  • Able to think on your feet & respond to follow-up questions confidently.

Customer Focus

• Committed to a customer-centric mindset

Accountability

• Own all responsibilities ensuring strong attention to detail, accuracy & completion of tasks within deadlines.
• Excellent organizational & time management skills
• Able to execute tasks independently & recognize when help is needed to avoid errors.

Drive for Results

• Takes initiative to learn new Salesforce skills through Trailheads & User Group Forum
• Strong understanding of the sales process for Field Sales & CST (what it takes to win new business, upsell business and retain clients).

Continuous Improvement & Mutual Respect

• Able to develop strong rapport with peers & vendors to obtain inputs necessary to complete work
• Self-motivated team player
• Treat all departments with respect & build strong cross-functional relationships

• Track & report weekly performance of Field Sales & CST employees
• Monitor integration of MAP contracts with Salesforce & reconcile systems on a weekly basis. Track recurring integration issues to determine resolution.
• Manage account assignments & modify book of business goals for account transfers
• Compute sales commissions as part of the month-end close process & compile monthly summary for executive management.
• Compile revenue reports for CST to prioritize actions by net revenue contribution & upsell opportunity.
• Prepare reporting to allow Sales & Sales Management to ensure that all leads are being worked & progressing through the sales pipeline.
• Prepare reporting to monitor completion of joint launch calls by Sales/CST to ensure new clients are receiving interaction with L2T employees.
• Create, assign & monitor cases for canceled clients & at-risk clients to assess reasons for cancellation or address client dissatisfaction in order to "save" a client.
• Compile monthly contact reporting to meet OEM reporting requirements & deadlines.
• Prepare monthly reporting for Executive Management Team on Sales & CST productivity.
• Salesforce Dashboards: Create custom dashboards as requested & maintain existing dashboards & saved reports.
• Train new Sales & CST hires on Salesforce & L2T Rate Card
• Create & maintain L2T order form templates for program and non-program deals.
• Activate & disable users in Salesforce, Pardot, and Sertifi as necessary.
• Respond to ad-hoc Salesforce reporting & configuration requests
• Maintain & publish L2T Rate Card
• Administer Salesforce price books & product catalogs to sync with MAP products & programs.
• Develop rapport with outside vendors (Salesforce, Sertifi, Relation Edge, etc.) to ensure that services are delivered consistent with L2T expectations.
• Serve as in-house support resource for Salesforce issues & act as liaison with Salesforce support.

Zero to One

• BA/BS in job field concentration
• 2-5 years of experience in accounting
• Salesforce admin experience

Mastery of Sales Operation Analyst level

• Strong understanding of Salesforce Admin skills & Pardot integration
• Thorough understanding of L2T Products, OEM programs, Rate Card and competitive landscape
• Technical understanding of MAP platform & MAP integration with Salesforce with ability to troubleshoot and resolve integration issues.
• Able to draft compensation plans & assess effectiveness

Mastery of all Sales Operations Analyst soft skills

Communication

• • Exceptional communication skills

Customer Focus

• Advanced customer-centric mindset

Accountability

• Act in a diligent and precise manner that gains the trust of your internal customers.
• Deliver accurate reporting on a timely basis to develop strong rapport with Sales & CST leadership.
• Able to execute tasks autonomously. Knows when to escalate issues but proposes potential solutions when an issue is encountered

Drive for Results

• Takes initiative to learn about enhancements to Salesforce and other tools
• Thinks creatively about how Salesforce (or other tools) can be configured or utilized to help solve business problems.
• Designs and/or modifies processes and templates to accommodate new programs or products.

Continuous Improvement & Mutual Respect

• Able to put oneself in the shoes of a Sales/CST employee & understand the demands of our dealers.

Mastery of all Role Requirements at Sales Operations Analyst level.

• Troubleshoot MAP/Salesforce integration issues to identify root causes & work with vendors to propose fixes for errors.
• Compute opening books of business for each sales rep in collaboration with sales management & determine monthly book of business goals to be used in annual compensation plans.
• Assess effectiveness of comp plan design & identify issues with respect to payout vs. contribution.
• Brainstorm with CST Director on additional reporting that would help CST Management monitor activity of team members to meet monthly upsell & churn goals.
• Understand the pain points of Field Sales & CST with current processes & develop tools or automations which make the process more efficient or more successful.
• Understand the annual Sales & CST goals & objectives & develop tools to assist departments in meeting their goals.
• Partner with Marketing Manager to develop show promotions & related order forms/collateral.
• Assist in budget preparation by summarizing historical trends to update the revenue model.